Use startup sales capacity planning to test rep ramp, quota, sales cost, sales cycle, collections, and customer contribution, then see when a new sales cohort moves from cash commitment to cumulative contribution recovery.
About this interactive
This interactive follows a new sales cohort from hiring through ramp, bookings, customer contribution, collection timing, and cash recovery. It supports sales-capacity and cash-timing decisions within our FP&A for Startups practice.
Interactive view
Each month shows the cohort stage while the cumulative line tracks loaded sales cost against collected customer contribution.
What the interactive shows
STARTUP SALES CAPACITY PAYBACK — ILLUSTRATIVE RECORD City Shift Finance CURRENT INPUTS Sales capacity: 4 representatives Sales representative ramp: 5 months Annual quota per representative: $900,000 Fully loaded sales cost per representative: $180,000 Sales cycle: 3 months Collection timing: 1 month Customer contribution: 55% SUMMARY Capacity payback: 10 months Annual loaded sales cost: $720,000 Full annual quota capacity: $3,600,000 Cash lag: 4 months Month 30 cumulative cash: $2,160,000 FINDING The new sales cohort recovers its cumulative loaded cash cost in month 10 after rep ramp, sales cycle, collection timing, and customer contribution are reflected. At full ramp, the cohort carries $3,600,000 of annual quota capacity against $720,000 of annual fully loaded sales cost. METHOD STATUS Monthly productive capacity ramps linearly until the entered ramp period is complete. Monthly bookings equal representative count multiplied by annual quota divided by 12 and the applicable ramp factor. Contribution cash begins after the entered sales-cycle and collection lag, using the earlier month’s bookings multiplied by the entered customer contribution margin. Monthly loaded sales cost is deducted throughout the 30-month horizon, and cumulative cash is tracked to identify recovery. Planning analysis only.
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